Publications

August 1993 (Revised December 1993)
Case

Scudder, Stevens & Clark

By: Jay O. Light and James O. Sailer

A large multi-product investment counseling firm considers its positioning in the mutual fund business. View Details

Keywords: Investment; Investment Funds; Product Positioning; Consulting Industry; Consulting Industry

October 1993
Teaching Note

Cleveland-Cliffs, Inc. TN

By: Jay O. Light and James O. Sailer

Teaching Note for (9-293-051). View Details

Keywords: Mining Industry; New York (state, US)

June 2001
Case

GetConnected

By: Jay O. Light and Daniel J. Green

An embryonic Internet-based telecom marketing firm considers its first (seed) round of funding. They are choosing between a fixed price round and a discounted convertible round. View Details

Keywords: Internet and the Web; Financing and Loans; Business Startups; Telecommunications Industry

July 2000 (Revised January 2001)
Case

Arbinet Communications, Inc. (A)

By: Jay O. Light and Daniel J. Green

Keywords: Communications Industry

November 1976 (Revised February 1977)
Case

E.I. du Pont de Nemours & Co.--1976

By: Jay O. Light

Keywords: Chemical Industry

December 1993
Teaching Note

GTE Corporation (C) TN

By: Jay O. Light and James O. Sailer

Keywords: Consumer Products Industry

June 2001
Case

Bang Networks- The First Customer (A)

By: Jay O. Light and Mary N. Caravella

In November 2000, six-month-old start-up Bang Networks is preparing a proposal for its first paid subscription contract. The recent MBA founders of the new San Francisco--based company believe they have a unique new solution for effective delivery of real-time Web... View Details

Keywords: Business Startups; Negotiation Tactics; Internet and the Web; Valuation; Value Creation; Negotiation Preparation; Information Technology Industry; San Francisco

September 1992 (Revised September 1993)
Case

Cleveland-Cliffs, Inc.

By: Jay O. Light

A New York-based money manager owns a sizable percentage of the common shares of Cleveland-Cliffs, a U.S. iron ore producer. The money manager would prefer that Cliffs pay out or otherwise return $100 million of "excess cash" to the shareholders. The management resists... View Details

Keywords: Asset Management; Financial Strategy; Mining; Business and Shareholder Relations; Financial Services Industry

June 2001
Case

Infinata: The Quest for Human Resource Venture Capital

By: Jay O. Light and Anthony Massaro

A potential start-up in the Web-based Customer Relationship Management (CRM) is considering a deal with a software developer. View Details

Keywords: Negotiation; Negotiation Deal; Customer Relationship Management; Internet and the Web; Business Startups; Information Technology Industry

July 1994
Teaching Note

ARCO Investment Management Company TN

By: Jay O. Light and James O. Sailer

Keywords: Financial Services Industry

October 1993
Background Note

Brief Introduction to Real Estate Investment Trusts (REITs)

By: Jay O. Light and James O. Sailer

Keywords: Finance; Real Estate Industry

August 1994
Case

Harvard Management Company (1994), The

By: Jay O. Light

Harvard University decides upon the asset allocation for its endowment, and the mode in which it should be managed. View Details

Keywords: Asset Management; Decision Making; Education Industry

October 1992 (Revised December 1993)
Case

Vanguard Group, Inc. (A)

By: Jay O. Light

Deals with the general mission and strategy of a large mutual fund complex. View Details

Keywords: Investment Funds; Business Strategy; Mission and Purpose; Financial Services Industry

July 1990 (Revised September 1991)
Case

Brinson Partners

By: Jay O. Light

Keywords: Financial Services Industry

August 1993
Case

ARCO Investment Management Company

By: Jay O. Light and James O. Sailer

Keywords: Investment; Management; Strategy; Financial Services Industry

January 2002 (Revised March 2002)
Case

Virtualis Systems (Condensed)

By: Michael J. Roberts and Jay O. Light

Focuses on a graduating HBS MBA who has been working part-time with a Web-hosting firm in California. Discusses the question of which of several "business models" make the most sense for the company to pursue. View Details

Keywords: Entrepreneurship; Business Model; Management Analysis, Tools, and Techniques; Growth and Development Strategy; Business Strategy; Cost vs Benefits; SWOT Analysis; Management Practices and Processes; Web Services Industry; California

February 2001 (Revised June 2001)
Case

eSurg (B): Second Round Financing

By: Jay O. Light and Anthony Massaro

An embryonic online medical supplies firm must negotiate a second-round funding. View Details

Keywords: Business Startups; Negotiation; Venture Capital; Financing and Loans; Internet; Medical Devices and Supplies Industry